practice 02

Commercial intelligence.

Which accounts to go after, who makes the call inside them and what they're likely to buy. It's the research your sales team never has time for, done properly and kept short enough to use.

You get A ranked list of accounts, who decides at each one, and how to approach them.

Talk to us about commercial intelligence

typical questions

Questions we help answer.

Which 50 accounts should our sales team spend this year on?
Who signs off a deal like ours at this company, and who can block it?
Where is this account spending money now, and what is it trying to fix?
Why do our deals keep stalling at the same stage?

services

What the work covers.

Most projects combine two or three of these. Each one starts from the decision in front of you.

01
Account intelligence
A short brief on each target account: its priorities, its spending, its problems and what has changed lately.
02
Key-account identification
Every possible account scored on fit, need and timing, so the team starts at the top of the list.
03
Buyer mapping
The buying group at each account, person by person, from filings, press, hiring and LinkedIn.
04
Opportunity identification
Where an account's plans, hiring or spending point to a need you can meet.
05
Sales intelligence
Talking points, likely objections and proof for each conversation.
06
Competitive tracking
What your competitors are doing inside your key accounts, kept up to date.
07
Pipeline strategy
Where deals stall, what the strongest deals have in common, and where to put the team's time.